In this episode, Jackie talks with David Jacobs, a Principal with TechKnowledge Consulting. Dave is a career IT and sales professional. His previous experience includes sales and management assignments with AT&T and IBM. At IBM, he was the manager of sales training for his division, and was involved in training over 1,000 new hires and college graduates. While Dave is very passionate about his career in IT, his undergraduate focus was in the performing arts. Both Jackie and Dave have a love for the theater. Dave is also involved in serving his community.

Like many experts who have been on this podcast, Dave’s biggest business challenge at this time is recruiting top talent. Hiring for a sophisticated candidate profile can be time consuming, but his business is growing (even in the current economic state), which has helped to attract new talent. Dave manages a great team with the collective philosophy to serve everyone on the project, not just the client contact. When it comes to the art of selling, Dave reminds us that “selling is not telling.” He advocates for holding back on the sales pitch; don’t lead with the technical conversation. Instead, get curious, ask the customer questions and focus on solving for their needs. Dave also provides tangible examples on how to increase the visibility of your expertise and the power of networking and business referrals.

Sales Magic is an extension to Jackie’s Real Sales Magic Digital Learning that delivers real results for thousands of sales leaders. Tap into your own magic, your unique power to innovate and rapidly grow your customer base. Be sure to subscribe to this podcast, so you don’t miss an episode. Learn more about Real Sales Magic Digital Platform at and across social media platforms. A great reminder to all of us that to be a sales leader, you must be a Business Champion. 

Interested in being a guest on Sales Magic?  Email to share the lessons of your journey with others who want to tap into their own creative power to sell and innovate.